Virtual F&I: The Process and Menu Selling
A successful virtual presentation spends most of it's time
developing a need for a customer, introduces the basics of the solution,
therefore giving the F&I Manger permission cover it in more detail with a
customer.
To get an idea of what a Virtual Presentation looks like:
Service
Contract presentation
To see an actual F&I presentation, with a full range of
products:
Full F&I
Presentation ending in Packages
To see how this all fits together in a dealership, with an
F&I manager:
Virtual Presentation word
tracks and menus
F&I Managers ultimately use a paper Menu to review options
with a customer. Increasingly, electronic menus are used speed up the
calculation of payment choices, and print custom menus. Some even pull the
customer and vehicle information from your accounting program, to make things
even faster.
An excellent example is the Menu
Master program.
All programs are well supported by online training, that is
customized for the selling process in each dealership.
Virtual F&I: Individual Examples
These represent a few of the thousands of modules that are
available, to create a customized, perfect presentation. Typically 4-8
products are linked together, and combined with an electronic or paper menu, to
help a customer review their options.
-
Vehicle
Service Contracts
-
The cornerstone of most F&I departments
-
Loss of
Employment
-
A
re-engineered product gaining popularity in these troubled economic times
-
Tire & Rim
-
Tire & Rim protection is a new hot selling product.
-
Interior/Exterior
-
A universal F&I product
-
Vehicle Theft Registration
-
Window etching is still the most basic and popular security device
-
GAP
-
GAP coverage is a popular finance and lease option
-
LoJack Vehicle Recovery System
-
One of the
popular recovery systems
-
OnStar
-
More than a recovery system
-
Nextel
Phones
-
Included at no
additional cost with preferred packages
